Another extract on How to Be a Rainmaker by Jeffrey J Fox
In the selling arena, customers don’t care if you have a mortgage to pay
Customers don’t care if you need their business to win a contest.
Customers don’t care why your shipments are late.
Customers don’t care what you like, where you went to school, or what sports you play or played.
The only thing that customers care about are themselves and their problem.
You are in front of the customer only because the customer believes, only if for a little bit, that you may be able to better his or her situation.
You are there by invitation only. You must concentrate on the customer.
You must be on high receive. You do not talk about yourself.
Rather, you ask probing, pre-planned questions.
You listen to what the customer says.
Clarify. Summarize. Determine how you can help the customer and how your product solves the customer’s concern.
Rainmakers say ‘You’, they don’t say ‘I’